Webinars

Archived ReadyTalk Webinars

Missed a recent webinar? Want to review the content from a past session? Check out the ReadyTalk Webinar Series archives for recordings of past events. Access to the archives is free and a great way to review session tips or check out webinars that you missed.

Have you ever hired a person who turned out to be a superior performer? Have you ever hired someone who just didn’t meet your expectations? Did you use the same hiring process in both cases? Did you feel you must have done something different when you hired the non-performer? Traditional hiring methods are inherently flawed and do not produce consistent results. Now you can learn proven tactics and receive tools that will significantly improve your ability to compete for, select, promote and retain superior talent. If building competitive advantage through your people is important to you, then you’ll want to attend this web seminar.

In 1998 Robin Mottern joined Carolina Profiles, a regional office of Profiles International, Inc. Mottern moved into the Customer Service role at Carolina Profiles and worked closely with hundreds of clients from that region and then gravitated to Regional Sales where she worked in the field with many major clients, such as Eastman Chemical, Airgas Inc., and Sony Ericsson Mobile Communications. She worked directly with the National Area Director of the Year from 1998 until August 2005, when she joined the Corporate Sales Team where she is responsible for the development and sales of Profiles Internationals’ Strategic Sales Partners. Mottern was the Profiles International Sales Associate of the Year in 2004 and runner-up in 2003.

Mottern formerly co-owned a successful consulting firm in the Charlotte, NC area for 7 years prior to joining Profiles. Her role also included new client acquisition where she worked with companies such as Exxon Chemicals and Regal Manufacturing. Robin has been active with many organizations that focus on human capital potential, such as SHRM (Society for Human Resource Management). Mottern was certified in The MOST Work Measurement Technique and was heavily involved in the JIT Management (Just-In-Time) philosophy. Robin is also one of Profiles Internationals’ instructors in Miller Heiman Strategic Selling.

Robin has two children: Joshua, a Network Engineer in the Charlotte, NC area, and Jordan, who presently resides in eastern Tennessee.

Since we first began talking to each other, telling stories has been our most effective way to capture attention, engage an audience, and motivate them to act. In today’s information-saturated environment, however, it has become even harder to communicate both internally and externally. Modern technology has given us shiny new tools to help us communicate—from BlackBerrys to podcasts to iPhones—but in our fervor to remain current (and appear "professional") we often ignore our natural inclination to tell a good story. In "Storytelling: Your Most Powerful Communications Tool", Andy Goodman will explain why he believes storytelling can improve the ways you attract clients (or donors), recruit staff, and maintain a strong organizational culture.

A communication consultant, author and trainer based in Los Angeles, Andy Goodman (www.agoodmanonline.com) specializes in helping nonprofits, foundations, government agencies and educational institutions reach more people more effectively. As a nationally-recognized public speaker, Andy regularly delivers presentations including, "The Four Connecting Points", "Storytelling as Best Practice", "Why Bad Ads Happen to Good Causes", and "Dramatically Better Meetings". He publishes a monthly newsletter, free-range thinking that profiles best practices in public interest communications and is author of the books Why Bad Ads Happen to Good Causes and Why Bad Presentations Happen to Good Causes. Andy was recently selected by Al Gore to train 1,000 volunteers who will deliver presentations on global warming around the U.S. in 2007.

The places we live in, work in and the knowledge we have about enhancing our health are in constantly-evolving states of change. In this interactive and enlightening session, Phil Haberstro, Executive Director of the National Association for health and fitness, will lead a discussion on integrating regular physical activity into our daily lives.

Philip L. Haberstro is founder (1989) and CEO of the Wellness Institute of Greater Buffalo and WNY, Inc. The non-profit Institute provides "Healthy Community" advocacy, training and management services to public, private, civic and non-profit organizations throughout the Greater Buffalo and New York State region. Located in historic downtown Buffalo, the Institute serves the city as a provider for their award winning employee health promotion and community building programs.

Mr. Haberstro utilizes and advocates the "Healthy Community" concept as a guiding model for creating positive cultural change. The Institute is highly respected for its sound planning strategies and capacity to build coalitions among diverse groups at the local level. Phil is a frequent advisor and speaker on leadership and the creation of "Healthy Communities" through the social, environmental, economic and human factors that influence quality of life.

Mr. Haberstro has labored tirelessly to enhance grassroots capacity for city, state and national health promotion and social capital building initiatives that engage the public, private, non-profit and civic sectors in creating sustainable solutions to the challenges our communities face. He previously served as program Chair of the NYS Governor's Council on Lifetime Health and Fitness, President of the NYS Federation of Professional Health Educators and Alumni Chair for the National Civic League's All America City Award.

Currently, Mr. Haberstro’s professional leadership activities include: Coordinator for the Buffalo Niagara All America City committee, Director of the Be Active New York State initiative, and President of the National Association for Health & Fitness

Mr. Haberstro is also one of the five founding directors of Be Active America headquartered in Washington, D.C and serves on the national advisory council of the Institute for Health and Productivity Management and the American Council for Fitness and Nutrition.

While sales organizations routinely measure progress related to internal production goals, it is not a complete analysis of performance. Measurements are greatly enhanced when external benchmarking against peers is added. For example, in good market conditions, internal statistics may confirm the sales team is achieving 150 percent of quota—a substantial gain—but the perception changes when compared to competitors who are achieving 250 percent of quota.

Learn how comparing your organization to external benchmarks can provide a better picture of whether your organization is over- or under-performing. This session will also help you determine how to best measure efforts to improve your sales force performance.

Dario Priolo oversees global marketing, product management, research and development, and new business development at Miller Heiman. He is a seasoned executive with extensive experience leading global alliances, commercializing intellectual capital and research, and building high-impact brands in professional services. He recently launched the Miller Heiman Sales Performance Journal and the Miller Heiman Sales System, the firm's unique consulting diagnostic.

Dario has worked with companies in Europe, Asia, US and Canada. Prior to joining Miller Heiman, he was Division Director of Sales and Marketing for the Hay Group, a global consulting firm. He has also been a strategy consultant with Deloitte and Touche, and an investment-banking associate with J.P. Morgan & Company. Dario has an engineering degree from McGill University and an MBA from the University of Pennsylvania's Wharton School.

Greg Alexander is managing director of the Sales Benchmark Index, the research, training, and consulting company that leading organizations turn to when in search of cost effective revenue growth through benchmarking sales performance. Prior to founding the Sales Benchmark Index, Greg spent 15 years running and working within sales forces for top technology and business outsourcing companies. Greg was named Sales and Marketing Magazine's "Sales Manager of the Year" in 2004 and throughout his career has a proven track record of turning around under-performing sales forces and restoring them to market leadership positions.

There is a wealth of information available to sales leaders. The first challenge is identifying the information that will help you predict the future success of your company. The second challenge is making decisions with missing or inaccurate information. This session will help you recognize if valuable time is being wasted each month collecting, reporting, and acting on the wrong information, and help you establish metrics that will provide the best performance indicators.

Sales benchmarking is a relatively new concept for sales managers and one profoundly different than the mentality of management through reporting driven by today's CRM systems. Some of the points our speaker will cover include:

How to resolve the current disconnect between good sales-related data and good sales management decision-making

Why using backward-looking sales data is the wrong way to manage and how to transform your sales force through forward-looking leading indicators

Dario Priolo oversees global marketing, product management, research and development, and new business development at Miller Heiman. He is a seasoned executive with extensive experience leading global alliances, commercializing intellectual capital and research, and building high-impact brands in professional services. He recently launched the Miller Heiman Sales Performance Journal and the Miller Heiman Sales System, the firm's unique consulting diagnostic.

Dario has worked with companies in Europe, Asia, US and Canada. Prior to joining Miller Heiman, he was Division Director of Sales and Marketing for the Hay Group, a global consulting firm. He has also been a strategy consultant with Deloitte and Touche, and an investment-banking associate with J.P. Morgan & Company. Dario has an engineering degree from McGill University and an MBA from the University of Pennsylvania's Wharton School.

Greg Alexander is managing director of the Sales Benchmark Index, the research, training, and consulting company that leading organizations turn to when in search of cost effective revenue growth through benchmarking sales performance. Prior to founding the Sales Benchmark Index, Greg spent 15 years running and working within sales forces for top technology and business outsourcing companies. Greg was named Sales and Marketing Magazine's "Sales Manager of the Year" in 2004 and throughout his career has a proven track record of turning around under-performing sales forces and restoring them to market leadership positions.

A fundamental transformation in the software industry is reshaping how our stakeholders expect development teams to deliver value. We need to provide more value, sooner, in a more manageable flow. Software as a Service (SaaS) is a significant enabler to our ability to provide a continuous flow of value to our customers and to react to rapidly evolving customer requirements and market opportunities. At the same time, given the uncertainties that software organizations face, the single most important competitive advantage is agility—the ability to rapidly adapt to new information and add new capabilities. In many cases, companies will have to break out of their traditional organizational silos and adopt new ways of developing, delivering and managing applications that drive the business.

Participants in this presentation will learn:

Why SaaS is an important business model for the future

Best practices for SaaS companies

What is Agile and why it should be considered for your software development organization

Don Hazell is EVP of Worldwide Sales and Field Operations at Rally Software. Don has over 23 years of experience taking technology companies into new markets and establishing leadership positions. During his six years at Weblogic and BEA Systems, Don held several vice president positions where he was responsible for strategic planning, new business penetration and major account management. Don helped build BEA's WebXpress Division, ISV Channels, and Central Region Field Organizations, where his teams of over 100 employees drove revenue between $50-75M while securing many of the largest sales contracts in BEA's history.

Don's experience includes 12 years at Unisys Corporation and four years in the relational database and tools marketplace as a sales manager with Sybase and Ingres. Don received his undergraduate degree from the University of Colorado at Boulder and his Masters in Business Administration from California State University, Long Beach.

While creating proposals and adhering to procurement requirements are important factors in government sales, the way you sell prior to the proposal can be the key advantage.

There is tremendous potential revenue in winning government business. After all, the U.S. Government is one of the largest customers of companies in the private sector. Being proactive, getting in early, identifying ideal customers within the government, understanding their issues, as well as the government's procurement process prepare your team for a winning value proposition and proposal.

Chuck Moeller brings almost 25 years of leadership experience in sales operations, business development, strategic planning, and executive management to his role as a Miller Heiman independent sales consultant. Chuck's extensive experience in federal business development allows him to provide unique insight into the challenges companies encounter in this unique complex selling environment.

During his 20-year career at the Veridian Corporation, Chuck served in a variety of operational and business development roles. His initial responsibilities involved technical project and program management for US Navy communications, software development, and test and evaluation programs. Chuck participated in, and subsequently managed the development of, competitive proposals in response to government RFPs. He taught proposal writing and facilitated management workshops as a certified Shipley Associates workshop facilitator.

In 1999, Chuck became the director of business development at the engineering division headquarters. He oversaw all government and commercial business development activities and participated in key merger and acquisition activities as part of Veridian's corporate growth strategy.

After serving for eight years in the U.S. Navy, Chuck graduated with honors from Embry-Riddle Aeronautical University with a B.S. in Professional Aeronautics.

Web Seminars are revolutionizing how marketing organizations generate leads. Sales and marketing professionals reach thousands of prospects, establish credibility and build trust by sharing their solutions and providing valuable education virtually. Join Scott King, ReadyTalk’s Vice President of Sales and Marketing, as he teaches you how to incorporate web conferencing into your marketing mix and turn prospects into long-term customers while maximizing your program ROI.

What you’ll learn:

How to implement a successful web seminar

How web seminars compare to other traditional lead generation programs

As a Co-Founder of ReadyTalk, Scott King is actively involved in building ReadyTalk’s wholesale and retail business units. As Vice President of Sales and Marketing for ReadyTalk, Scott brings over 25 years of experience in the communications market. Scott is responsible for overseeing ReadyTalk’s business development, sales and marketing efforts. Previously, Scott was Vice President of Sales for TellSoft Technologies and was responsible for developing their sales force, channel strategy and product strategy. Prior to TellSoft, Scott was the Western Area Sales Manager for Hewlett-Packard’s Telecommunications Systems Business. During his 15 years at HP, Scott was responsible for directing the sales and business development programs for HP’s MediaStream Server, Quick Burst cable modems and LMDS broadband wireless systems. Scott attended the University of Colorado under a cross country and track scholarship and earned a Bachelor of Science degree in Electrical Engineering. Scott continues to be an avid runner, enjoys coaching his daughter’s soccer team and riding to work from Boulder to Denver with other avid cyclists from ReadyTalk.

In a changing world, the priorities for managing corporate assets have shifted. Companies have moved away from viewing people as their most important asset to focusing on their clients. Reducing the risk of losing these assets is a top-of-mind issue for CEOs and the solution extends well beyond the sales organization. During this briefing, Nattalie Hoch and Sharon Williams will share best practices for managing your customer assets and provide a diagnostic tool for assessing the health of your current management process. Attendees will receive a custom report as a result of attending this session to help guide decisions for reducing risk factors.

Sharon Williams: Sharon Williams is president of SAWCO Management and Sales Strategies, specializing in increasing sales efficiencies as well as excellence in key account management with global organizations. She became affiliated with Miller Heiman in 1989 as an independent contractor responsible for sales, consulting, and program instruction. She works directly with clients representing such diverse industries as healthcare (capital equipment, disposables, pharmaceuticals and services), high-tech, financial services, industrial manufacturing, staffing solutions and outsourcing, advertising, telecommunications, automotive, office furniture, transportation and distribution.

As a consultant, Sharon has assisted clients in developing strategies for sales process identification and development; the internal process utilized for sales force automation (SFA) selection and implementation; key account management, both from the selling and buying perspectives; as well as successful implementation and reinforcement of sales processes.

Nattalie Hoch, Director of Sales: Nattalie Hoch is the director of sales for Miller Heiman with responsibilities including the development and management of sales and marketing strategies for expanding business relationships with small and mid-size companies. She brings more than 13 years of sales experience in the hospitality, travel, and technology industries, plus six years with Miller Heiman, to support clients in achieving their sales effectiveness objectives. Nattalie joined Miller Heiman in 2001 in a sales representative role and transitioned to product development before attaining her current position. Her accomplishments include establishing several strategic relationships with product development partners as well as being the project manager for Miller Heiman’s Strategic Account Risk Assessment tool. She is a recognized Miller Heiman content expert and is certified to facilitate Miller Heiman’s key sales development programs, including Large Account Management Process.

How are franchisors using web and audio conferencing to grow their businesses more effectively than ever? What techniques are your colleagues using that you should know about? Join Mike Ligon, conferencing expert and franchisor consultant, as he demonstrates methods and techniques of using web conferencing for prospecting, closing deals, holding training sessions, recording content and managing expenses. Mike has worked with franchisors and franchise suppliers since 2002 and has collected an arsenal of best practices and tips to share.

This session is ideal for franchisors and multi-unit operators who must recruit and train new owners in multiple cities and who need cost-effective, efficient methods of getting the job done.

Mike is a Senior Account Executive at ReadyTalk. He joined the team in 2002, and has been instrumental in building ReadyTalk’s involvement with the franchise community. He spearheaded ReadyTalk’s partnership with the IFA, both as a Supplier Member and as the official conferencing provider for the organization.

Originally from Westfield, Massachusetts, Mike is an avid trail runner and skier and has recently started his own music venture called Home Vibe Presents.